Frank Furness
Sales & Marketing Tips
Hi, this is Frank Furness with Sales and Marketing Tips. We will be bringing you a number of new tips on how to find new business, how to prospect, how to close more sales.
Hi, this is Frank Furness with video, Sales Tips. What I want to speak about today is working with top executives, how difficult is it to get through to these people. It's almost impossible because the gatekeepers keep you out. What you have really got to think about, if you are going to go see a top decision-maker is put yourself in their position. When you meet with them, they don't have a lot of time. They don't want any small talk. What they want to speak about is their company, their vision. So get in and do a lot of research on their website before you even go and see them.
What you might want to do is put together a pre-approach letter. One page, no more. With a headline of 30 words or less. So just think about it. If you buy a newspaper or a magazine, you look at the headline and you decide whether you are going to read more or not. So your headline has got to grab their attention. It has got to cover what you do, what's in it for them, and why they should use you.
Then a couple of bullet points on what's in it for them, what you can actually do for them, followed by a little question; we don't know if you could benefit from this but what I would like to do is get together with you for 20 minutes for a chat.
You then finish off the letter and add a PS. Most people read PSes. PS, I will give you a call next Tuesday at 08:00 am.
Now if you phone next Tuesday and you get through to the gatekeeper, she says, what is this call concerning? Hi, I am phoning Mr. Smith and I am running a few minutes late, please put me through. You are not lying; you have sent a pre-approach letter.
One thing I would say to you is, if you say you are going to phone at 08:00 am, make sure you phone at 08:00 am, not five minutes later.
Working with top decision-makers is great, but you have got to get into their mindset and understand, they don't have a lot of time, they are very task focused, and all they want to know is how can you help me, what's in it for me.
Thanks so much for watching the video, and as a little gift, please go to frankfurnessresources.com/downloads, and there are a lot of free e-books, a lot of software, all yours for free, for just watching the video. So remember that again, www.frankfurnessresources.com/downloads.
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